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Goals 2015

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Goal setting for the new year and Sales Planning for a great sales year. It includes many cartoons from Gapingvoid; quotes from Zig Ziglar; and many different theories on Goals Setting. There is no right or wrong; just do it.

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Goals 2015

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  6. 6. 34% say they will set a New Year’s Resolution related to their wallet 38% say they will set a New Year’s Resolution related to their waistline 47% say they will set a New Year’s Resolution related to their head i.e. a self-improvement type goal 31% say they will set a New Year’s Resolution related to their heart — i.e. a relationship or dating goal. http://stephenshapiro.com/resolutio ns-that-work/
  7. 7. Big Hairy Audacious Goal! A clear, compelling mission. Going to the Moon and back in 10 years.
  8. 8. 1. Is it 10+ years out? 2. Is it measurable? 3. Is it 75% impossible? 4. Does it leverage what you love to do? 5. Does it push your business? 6. Does it stretch your people and processes? * This is for businesses
  9. 9. Set one audacious goal this year.
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  15. 15. “Goals. There's no telling what you can do when you get inspired by them. There's no telling what you can do when you believe in them. And there's no telling what will happen when you act upon them.”
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  17. 17. (yes, you have to plan for Happiness & fun)
  18. 18. 5 Different Views on Goals
  19. 19. 1. What do you expect to happen? 2. And what do you WANT to happen? 3. Where’s your Passion to Crush it ?
  20. 20. 1. What do I want to Achieve? 2. Why do I want to do that? 3. How do I get from where I am now to where I want to be? Break it down. 4. Put in on the calendar. 5. Get to Work.
  21. 21. For change to happen you need: A big enough why? (The reason You want to change). Total clarity of the change you are seeking. Resources to support your change. Energy, time and space to execute change. Content, data and information to channel the change. Creativity to allow change to happen in the face of challenges. Specific action which becomes the change. Nicholas Bate
  22. 22. What More are you willing to do?  What are you willing to give up ? Who do you need to be to achieve this? What’s your current Comfort level? What obstacles will you need to overcome?
  23. 23. What about your theme? Finish this sentence: "2015 is the year of_____."
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  28. 28.  Write goals down: this crystallizes them and gives them more force. State each goal as a positive statement.  Be precise: set a precise goal, dated and measurable. Setting Goals Effectively
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  30. 30. 43 SizeMatters
  31. 31. Goals are supposed to: STRETCH Us and help us Grow!
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  37. 37. 8 Questions to Ask Yourself: 1. What do I want to Finish? 2. What do I want to Change? 3. What do I want to maintain? 4. What do I want to stop doing? 5. What do I need to do? 6. Am I holding onto any beliefs that aren’t serving me? 7. What do I want to LEARN this year? 8. Do you believe in yourself? http://projectexponential.com/2013/01/03/questions/
  38. 38. You must constantly ask yourself these questions: Who am I around? What are they doing to me? What have they got me reading? What have they got me saying? Where do they have me going? What do they have me thinking? And most important: what do they have me becoming? Then ask yourself the big question: Is that okay?
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  41. 41. READY?
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  43. 43. It’s about strategy:  what are we selling,  to whom,  why are they buying?  where is the Opportunity? 73
  44. 44. planning, motivation, incentive, education and coaching. 74
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  47. 47.  Performance reviews are about the whole performance – not just the results.  There are several steps in the sales process and in sales follow up that determine the success of a salesperson.
  48. 48. Is the salesperson making the number of calls necessary? Is the closing ratio good? Do they have a top prospect list? Are they networking – online or offline? How many referrals did they get? How many testimonials? What skills are they going to improve upon? Cross-selling or upselling? Which products do they sell the most? Why? Segmentation by Product & Industry 78
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  51. 51. Sales = Daily Activity 1. Goals 2. Plan of Action 3. Metrics 4. Daily Activity 5. Habits 6. Review 7. Adjust / Improve *Process / System
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  53. 53. An Exercise for small improvements: 1. Try a New Vertical 2. 1 More 3. Benefits 4. Story (Value Prop) 5. Cross-Sell 6. Referrals
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  57. 57.  If a New Year's Resolution is taking your fancy, is bubbling back-of-brain then switch gear and think seriously about what you can drop, what you can not do. You need space and you need time to transform; those latter two are the Number One New year's Resolution. Start there and get what you want without tears.
  58. 58. 3 Enemies: Know and beware of them: 1. Anxiety 2. Procrastination 3. Lack of Focus
  59. 59. Key to Focus (or to Combat ADD): 1. Routine 2. Habits 3. Schedule http://www.bakadesuyo.com/2015/12/how-to-focus/
  60. 60. Bad habits to break Multi-tasking Impulsive web browsing (How many tabs open?) Checking email all day (Guilty) Not eating the frog. Not Prioritizing.  Urgent vs, Important Sitting all day http://www.businessin sider.com/bad-habits- that-are-killing-your- productivity-2015-12
  61. 61. Focus Schedule Take Action Be decisive. Be fierce.
  62. 62. Choose a Theme for your Year this year is about ‘service or flow or frictionless’ Ask yourself: Why? What is the one word you want to use to describe your next year? A good place to start is with your traditional resolutions. Then ask yourself why. Want to lose weight? Look at the reasons why. Do you want to be healthier? Do you want to have more confidence? If so, instead of dieting, ‘health’ or ‘confidence’ may be good themes.
  63. 63. Step 1: Identify 4 or 5 Main Life Categories Every person is different with different priorities and situations that impact their goal setting. Here are mine as I wrote them: Family Ministry Business Fitness/Ice Skating Me
  64. 64. Step 2: Set Short and Simple Goals for Each Life Category Step 3: Create a Time Block Weekly Schedule Step 4: Use a Good Planner (passion Planner?) With a goal-focused plan, you can operate in a goal-focused week with goal-focused days.
  65. 65.  You have all heard the legendary quote, “Begin with the end in mind.” This is a half-truth, and actually dangerous thinking. EXAMPLE - Goal: I want a new car by the end of 2016. OK, so what? A better understanding and engine starter would be to elaborate and say, I want to take more weekend drives in the mountains. To do that, I’ll need a new car. I’m looking to buy a Toyota TJ by September of 2016.  (visualize the WHY)
  66. 66.  Begin with understanding what got you to this point, and what you’re seeking to accomplish AFTER the first part of the goal is met. THEN, make a plan with the “OUTCOME defined” – not the end in mind. (Don’t set negative goals. It has to be stated positively.)  https://to125.infusionsoft.com/app/hostedEmail/92352080/ac7066ce527 4b037?inf_contact_key=c15e9c30e8733d9ab04acd562a15e5e88127af2e7 fe455e8831cb9755457f4a1
  67. 67.  Is the universe infinite?  If it's not, the first question a smart person will ask is, "so what happens at the edge?"  That's how we define things... by the moments where they begin and end, by their edges.  This clearly applies not just to the universe, but to every project and concept and institution in our lives.  What does your organization not do?  When does this promotion/product/service end?  What's it like to start? To end it?  Defining the edges of performance and the promises you make defines who you are and what you do.  We live in the middle but we understand at the edges.
  68. 68. “Life is not linear. Be mindful of your goals and dance along the Way!” - Keith Rosen
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  70. 70. If you need any help with Goal Setting or Sales Planning, please contact Peter Radizeski @RADINFO 813-963-5884 http://rad-info.net

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